It’s common for solar installation companies to have hundreds of “leads” in their pipeline, but only a small percentage of those opportunities ever become legitimate prospects let alone actual customers.
Properly qualifying leads is one of the biggest challenges in solar lead generation. Failing to do so means you’re wasting your time or your sales team’s time on people who are extremely unlikely to ever hire you. That’s a very costly diversion of resources away from legitimate opportunities in the pipeline.
Give us a few minutes and we’ll show you how you can consistently identify your best solar leads.
The Quick-Start Guide to Finding Qualified Solar Leads
First, let’s start with a basic definition of what solar lead qualification actually is:
“Qualifying is the process that allows you to find out whether a lead is actually a prospect. A prospect is someone who has the potential to become a customer. Leads, on the other hand, are just potential prospects. If you don’t qualify a lead, you may be wasting your time with someone who literally can’t buy from you.”
To determine whether a lead is qualified or not, you’re going to have to get some information from them. You need to know what info matters most and the easiest, most reliable way to acquire it.
There are a few popular theories about which questions are most important to ask a lead.
Lead Qualification Questions
Have you heard of the B.A.N.T. theory? It’s one of the oldest and most proven methods of lead qualification.
- B = do you have the Budget to make this purchase?
- A = do you have Authority in your organization/household to make this purchase?
- N = are there specific Needs, wants, or pain points this purchase will resolve for you?
- T = are you motivated to make this purchase at this Time?
You can read all about using BANT effectively.
If you don’t think BANT is robust or versatile enough to identify the best leads for your solar business, there are a couple of alternatives.
HubSpot created the GPCT framework for businesses looking for a more in-depth process.
The CHAMP framework is also worth exploring.
Whichever method you prefer, the point is that you need to know a lot about your leads in order to determine whether they are worth your time or not. The real struggle comes in figuring out when and how to get this information from people without turning them off.
When to Qualify a Lead
In order to zero in on your best leads, you’re going to need to gather as much information as possible about each one. If you wait too late in the game, you’ve probably already wasted a lot of time on those people who are unlikely to ever become a customer. That’s why it’s best to qualify everybody as much as possible at the very first step.
If you’re generating leads online through a landing page or website, you’ve got great opportunities to extract lots of valuable information from them.
There are a few types of interactive tools you can add to virtually any site or landing page that will not only boost the number of leads you get, it will also ensure you get qualifying info from each one.
Best tools to embed on your site or to use on dedicated solar lead generation landing pages:
- Budget calculators
- Quizzes (for example, “Test Your Solar Power IQ,”)
- Questionnaires to let a visitor input their unique needs and get a custom quote
If you require the prospect to provide their contact info to get results, interactive tools like these significantly boost conversion rates in lead generation. These tools can easily be setup to send you an instant email update (including the prospect’s contact info and all inputs/answers provided in the calculator/quiz) whenever a conversion occurs.
Now when you go to follow up with a lead, you already know key information like:
- how much they’re able to spend
- whether or not they’re the decision maker
- what their specific needs/goals are
- how soon they’re able to purchase
You can get answers to the key BANT questions before you’ve had the opportunity to waste any time on the people who don’t have the budget or don’t have needs that align with your solutions.
How to Easily Guarantee Every Lead is Qualified
Obviously, embedding interactive tools isn’t a viable solution for every solar company.
Even for those that do have a strong online lead generation system up and running, there is another way to ensure that every single lead you talk to on the phone and spend time selling to is a match for your ideal criteria.
At Elevated Perspective Marketing we specialize in solar lead generation for businesses like yours.
We qualify leads through a three-step process that ensures every prospect is your ideal type of customer. The minute leads are verified, we transfer them exclusively to you or your sales professional in real time via email, CRM update, or live transfer phone call.
If you’d like to know more about how we can help you guarantee you only deal with highly qualified, exclusive leads, inquire with us today!
Call 877-959-8044 or sends us a message online.